Insights · Construction sales intelligence
How Sales Intelligence adds value to Glenigan and Barbour ABI
Project data tells you what is happening. Growth Assist helps your sales team decide what is actually worth pursuing.
You already have the project data.The challenge is knowing what to do with it.
Platforms such as Glenigan and Barbour ABI give sales teams access to huge volumes of construction intelligence.
But access to more projects does not automatically tell a salesperson which opportunities are genuinely relevant, which are realistically accessible or which deserve attention first.
Growth Assist adds the research and prioritisation layer between project data and sales activity.
Incoming sources
- Glenigan
- Barbour ABI
- Planning data
- Company data
- Property data
- Procurement data
- Recruitment signals
- News & commercial events
Growth Assist research engine
Research + Qualification + Scoring
Record · Logistics development
- Project stage
- Scope
- Value
- Funding
- Procurement route
- Contractor
- Relevant contacts
- Site complexity
- Commercial fit
Illustrative example. Growth Assist is not affiliated with Glenigan or Barbour ABI.
The problem is not access to data
More project data can create more research work.
Construction sales teams can already access thousands of projects through established intelligence platforms. The challenge comes after the data arrives.
Someone still has to decide:
- 01Does this project actually fit what we sell?
- 02Is it at the right stage?
- 03Is there a realistic route into the opportunity?
- 04Has a contractor already been appointed?
- 05Is funding in place?
- 06Which part of the project is relevant to us?
- 07Who should sales actually speak to?
- 08Is this worth a BDM spending time on?
Without that layer, sales teams can still spend significant time manually reviewing project after project.
Where Growth Assist fits
We sit between the data source and the salesperson.
01 · Project data
- Glenigan
- Barbour ABI
- Planning
- Other datasets
02 · Growth Assist
- Research
- Enrichment
- Qualification
- Scoring
03 · Sales team
- Prioritised opportunity
- Why it matters
- Who to contact
- Evidence
- Suggested next action
Growth Assist does not simply pass project records to the sales team.
We research each opportunity against criteria agreed with the client and add information from multiple sources.
Only the opportunities that meet the agreed criteria are prioritised for sales action.
What we can add
What we can add to Glenigan and Barbour data.
A simple example
From 100 projects to the 10 worth calling.
Raw project feed
100
- Warehouse development #1042
- Residential scheme #1079
- Office refurbishment #1116
- Industrial unit #1153
- Infrastructure project #1190
Growth Assist research
- Project stage
- Location
- Scope
- Minimum value
- Procurement route
- Funding
- Contractor status
- Likely requirement
Rules applied · 0/8
Prioritised sales intelligence
0
Project
PriorityNew logistics development
Why it scored highly
- Moving into delivery
- Main contractor identified
- Significant site setup requirement
- Relevant geography
- Procurement activity still live
Who to approach
Commercial / Procurement / Project team
Next action
Sales conversation recommended
Illustrative example · fictional project records
The value is not another database
You do not need another list of projects.
You need to know which projects deserve your sales team's time.
Growth Assist provides the managed research layer that helps turn large volumes of project information into a smaller number of evidenced commercial opportunities.
- Reduce manual sales research
- Assess more opportunities
- Apply consistent qualification rules
- Prioritise BDM time
- Add evidence beyond a single data source
- Give salespeople a clearer reason to make contact
Designed around your sales criteria
The scoring model is built around what you actually want to win.
Every client has different criteria. A specialist roofing contractor, a plant hire business and a professional services firm will not value the same project in the same way.
We agree the weightings with you: which values, regions, stages, packages and routes to market matter, and how much. Evidence that is only partially confirmed scores partially.
Illustrative scoring model only. It is not a fixed or universal model; each client's criteria and weightings are built with them.
- Project value+0 / 20
- Relevant geography+0 / 15
- Correct project stage+0 / 15
- Relevant package+0 / 20
- Funding confirmedPartially evidenced+0 / 10
- Procurement route accessibleFramework to confirm+0 / 10
- Decision-maker identifiedRole identified, name to verify+0 / 10
Total
0 / 100
It improves with feedback
Your team's feedback makes the research more specific.
When sales tells us why an opportunity was relevant, irrelevant, too early, too late or the wrong type of project, that feedback is used to refine the research framework.
Over time, the system becomes more closely aligned with the opportunities the business actually wants. The refinement is reviewed and agreed by people, not left to run on its own.
- 01
Delivered opportunity
- 02
Sales feedback
- 03
Research criteria updated
- 04
Better future prioritisation
Next step
Turn project intelligence into sales priority.
If your team already uses Glenigan, Barbour ABI or another project-data platform, Growth Assist can add the research and qualification layer around it.
Instead of manually working through large volumes of project information, your sales team receives a smaller number of opportunities with the context, evidence and contacts needed to decide what to do next.
Glenigan and Barbour ABI are trademarks of their respective owners. Growth Assist is an independent sales intelligence consultancy and is not affiliated with, endorsed by or a reseller of either platform. Read more about Sales Intelligence for B2B sales teams.